Relationship Manager

SECTION II: ROLE SUMMARY

 The role holder is responsible for acquisition of New–to–Bank Business Banking MSME relationships through the CRM and Knowledge Banking approach. The role holder is also responsible for building Asset Book by extending Working Capital Facilities and Term Loans to MSME Clients.

SECTION III: KEY RESPONSIBILITIES/ ACCOUNTABILITIES

Strategic/ Managerial Responsibilities  NA

Core Responsibilities  Acquisition of New–to–Bank Business Banking MSME relationships through the CRM and Knowledge Banking approach.

 Regularly Engage with colleagues in Branch Banking, MSME Associations Office Bearers which shall help in meeting Min. 2 MSME Clients on daily basis.

 Build Asset Book by extending Working Capital Facilities and Term Loans to MSME Clients

 Build Liability Book comprising of Current Accounts, Saving Accounts and Fixed Deposits by offering various Trade and Transaction products like Cash Management Services, Trade and Treasury Products.

 Enhance Book Profitability and Client stickiness by consistently seeking an opportunity to expand share of wallet of the customer base through Cross Sell of POS (Merchants) Machines, Salary Accounts for employees, Insurance (both Life and Non-Life) and various other Wealth Management Products

 Collaborate with the Risk, Operations and service teams to ensure delivering better TAT of Loans delivery and smooth on-boarding of the client

 Meeting the Targets - Both in respect of bottom line as well as top line by constantly enhancing the Productivity.

People Management or Self-Management Responsibilities  Defines performance goals at the start of the year in discussion with the reporting manager and ensures that the goals are monitored and achieved during the course of the year.

 Takes ownership of his/her own learning agenda by identifying development needs in consultation with the reporting manager and working towards bridging the gaps through various means which go beyond just training.

 Understands the competencies relevant to his/her role, and works towards displaying as well as developing these effectively.

 Keeps abreast of relevant professional/industry developments, new techniques and current issues through continued education and professional networks.

Risk and Internal Control Responsibilities  Follows risk policy and processes to mitigate the operational, regulatory, financial, informational, reputational and audit risks as instructed by the departmental manager.

 Executes the established internal control systems and compiles relevant information for departmental audits, as necessary.

SECTION IV: KEY INTERACTIONS

Key Internal Interactions Purpose of Interaction

Risk Management  For coordinating on all aspects to ensure delivering better TAT of Loans delivery and smooth on-boarding of the client

Branch Banking  For coordinating on acquisition of New–to–Bank Business Banking MSME relationships through the CRM.

Key External Interactions Purpose of Interaction

MSME Associations  For coordinating on acquisition of New–to–Bank Business Banking MSME relationships through the Knowledge Banking approach.

SECTION V: KNOWLEDGE & EXPERIENCE

KNOWLEDGE

Minimum Qualifications  Bachelor’s Degree In Any Field

 Master’s degree in Financial Management is preferred

Professional Certifications  AMFI/NCFM/IRDA certifications will be an added advantage

Experience

Language Skills  Written and spoken English is essential

Years of Experience  A minimum of 2-3 years of relevant experience with at least 1 year in a similar role

Nature of

Experience  Prior experience in Banking/NBFC in Working Capital/LAP/Mortgages

SECTION VI: COMPETENCIES & KEY PERFORMANCE INDICATORS

BEHAVIORAL COMPETENCIES

Core Competencies Competency Name Behaviors

 Customer Focus  Listens to and demonstrates an understanding of customers’ stated needs

 Delivers customer value through timely and quality execution

 Develops an understanding of problems and employs existing or new methods to find solutions

 Professional Entrepreneurship  Takes proactive and constructive action at work with little or no direction from others

 Displays responsibility for problems, initiatives and tasks that lie within the domain of own role

 Drive for Results  Seeks to understand the rationale for key decisions and understands implications for own role/ actions

 Displays a sense of urgency to deliver outcomes as per stated timelines

 Reacts to challenges by displaying an optimistic demeanor

 Influence and Impact  Uses simple persuasion techniques to achieve the desired result / action / commitment from others

 Responds to stated requirements of internal/ external stakeholders by keeping a solution oriented mindset

 Quality Focus  Ensures adherence to quality standards in work/service delivery, identifies opportunities for improvement in routine course of work

 Adheres to laid down systems, procedures and identifies opportunities to enhance efficiency in own sphere of work through incremental improvement

Leadership Competencies Competency Name Behaviors

 NA  NA

 NA  NA

 NA  NA

TECHNICAL COMPETENCIES

Technical Competencies  Strong written and verbal communication skills

 Fully conversant with MS Office

 Excellent networking & interpersonal skills

 Ability to manage complex client situations

 Sensitive to issues of confidentially and compliance

 Strong sense of accountability and self-initiative

 Good Market knowledge of ‘Business Banking’

 Good knowledge of regulatory guidelines

ROLE PROFILE DOCUMENTATION